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Lässt sich die Effektivität der Door-in-the-face-Technik steigern, wenn man gezielt Schuldgefühle schürt?


Terrier, L., Joule, R. V., & Marfaing, B. (2011). Requester’s Acceptance and Non-Acceptance of the Refusal of the Initial Request: How to Improve the Door-in-the-Face Effects?. Current Research in Social Psychology, 17(1), 1-9.